Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching. It is a book on how to effectively manage a sales force.
Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance
Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.
Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:
- Provide clear direction for sellers on how to get to quota―for all sales roles
- Ensure effective execution by coaching the right things, in the right measure, executed the right way
- Assess seller performance and make timely course corrections
